All India Management Association (AIMA) 2007 M.B.A Marketing Management Managerial Effectiveness - I - exam paper

apparent.

3. A Companies, to be successful, need to use teams and collaborative work groups
to arrive at quick decisions.

4. B Maintain your interpersonal power and authority to make your own decisions.
Criticism, when directed at one's "person," may weaken one's resolve. Focus
the other's criticism on your actions. Seek ownership of solutions.

5. C Favorable replies to requests for credit should use the outline in subsequent
manner:
i. Mention that credit terms have been arranged; or if order is placed,
mention about the shipment of goods, thus implying that credit has been
extended
ii. Indicate the foundation upon which the credit extension is based
iii. current and discuss the credit terms
iv. Include a few resale or sales-promotional material
v. Include a confident look toward future business

6. B The most general statement of the speech is called the “core statement”; the less
general statements are termed as “main points”; and the lowest general statements
are known as “sub points.

7. A As the spokesperson of your company, you do need to express the company's
views and style, and subordinate your own. But there is no need to forget your
views and style.

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8. E While responding to a request that involves a potential sale, other than the choice
(e) all other choices are aimed at responding to request that involves a potential
sale.

9. C subsequent are the 4 most common bad listening habits: faking attention,
listening only for facts, avoiding difficult and uninteresting material, focusing
on delivery.

10. C Nonverbal communication has few rules and often occurs unconsciously.
Nonverbal cues can account for as much as 93 percent of the emotional
meaning that is exchanged in any interaction.

11. B Confusion in comprehending a message is a issue in receivers’
comprehension.

12. D Forcing the other parties to accept your view does not help to reach the win-win
solution.

13. A The bad news message should begin with a neutral statement and end with a
cordial close to avoid the focus on the negative message.

14. C In a positive message, the main idea is presented right at the beginning of the
letter.

15. A Brain storming: In this technique members are encouraged to generate as many

Earning:   Approval pending.